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The mind of the customer : how great companies like UPS, Lexus, and Nokia have reinvented the sales process to accelerate their customers' success /
"The Mind of the Customer offers an in-depth analysis of today's customers' wants, needs, and problems, and reveals groundbreaking insights into the new expectations of today's top sales executives. Drawing from their interviews with 96 high-level executives at corporations such...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
©2006.
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| Colección: | McGraw Hill professional.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- A parable : how would you treat your one last customer?
- Ch. 1. The big picture
- Ch. 2. Context is everything
- Ch. 3. Accelerating value creation
- Ch. 4. Earn your way into the mind of your customer
- Ch. 5. Aligning with executives
- Ch. 6. Giving customers what they want
- Ch. 7. Traveling among multiple dimensions of value
- Ch. 8. Get to the core by asking high-impact questions
- Ch. 9. Organize your brand around the customer
- Ch. 10. Calculate the value your offerings create for your customers
- Ch. 11. Express the value you personally create for your customers
- Ch. 12. Loyalty comes from individualizing value
- Ch. 13. Overcoming existing relationships
- Ch. 14. From one-way presentations to two-way interactions
- Ch. 15. Negotiate on all the value your customer obtains, not just price
- Ch. 16. Negotiating cooperatively with value in mind
- Ch. 17. Building partnerships
- Ch. 18. Customers expect sales managers to focus on business results
- Ch. 19. The systems solution
- Ch. 20. The six competencies that distinguish world-class salespeople
- Ch. 21. Six ways to drive salesperson performance
- Ch. 22. The best practices in coaching salespeople
- Ch. 23. Focusing the telescopic lens
- Ch. 24. The leader's role
- Ch. 25. There's help around the corner.